In a complex sale, one in which there is more than one decision maker, you have four types of buyers: the Economic Buyer, the Technical Buyer, the End User and the Coach. Each of them has their role to play. The EB is concerned with the bottom line. The TB is concerned with product performance. […]
Continue readingThe job of a sales manager is not to grow sales but to recruit, grow and develop salespeople. The sales manager’s job is to set the course and direction of the sales team by developing and implementing the most efficient system of selling the company’s products and services. By his/her statements and actions, the successful […]
Continue readingPsychologists tell us that while there are three major buying motives, (pain, fear, pleasure); by far the most common reason people buy is to eliminate psychological pain. Something is wrong in their personal or business lives that they want fixed and they are prepared to pay to fix it. The best sales professionals never really […]
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